Welcome to Sales Management: The First 90 Days ... and Beyond An Operating Guide for New Sales Managers - Softcover

White, Mark

Softcover

ISBN 10: 1418441961 ISBN 13: 9781418441968

Publisher: AuthorHouse, 2004

Synopsis

Insurance policies, earth moving equipment, chemicals, telecommunications, computer hardware, software, pharmaceuticals, office equipment, time-shares, security systems, real estate, e-commerce products and services, leasing, professional services, recruiting, financial services … the list of products and services marketed and sold by business to business companies seems endless. But all these companies have one thing in common … the need for sales managers who can lead, hire, train, drive the business, evaluate performance, and create an environment conducive for success. There are few more critical positions in any organization than sales managers. So much rides on the shoulders of these warriors. During the first three months on the job, it’s not uncommon to find new sales managers running in circles, making wrong turns and even getting lost. It can take three months just to get acclimated; three more to become semi-proficient; and longer yet to succeed … consistently. Success in sales management hinges on an ability to lead people and to manage process in an environment created, fostered and groomed by the sales manager. Welcome to Sales Management is written for prospective sales managers, newly appointed sales managers, sales managers with limited formal training, and senior management wanting its sales managers to succeed quickly. After finishing this book, the reader will know what to do, when to do it, and most importantly … how to do it. Managing sales representatives is not for everyone. But if you or someone in your company is a leader, someone who revels in finding talented people and convincing them to come to work for your company, in training and coaching rookies and veterans alike, in driving individuals to succeed by bringing out the best in each of them, and in recognizing excellence while stamping out mediocrity … Welcome to Sales Management is a must read.

About this title

Synopsis

Welcome to Sales Management is written for those who aspire to sales management; those who recently assumed sales management responsibilities for the first time; and those who have received little if any formal sales management training. During the first three months on the job it's easy for a new sales manager to take a wrong turn, run in circles or even get lost. This happens to all new managers. WSM is divided into three parts each providing a road map to guide rookie sales manager through their first 90 days and beyond. Part One serves as an introduction to the sales management process and addresses the initial actions taken during the first month on the job. Each action is designed to prepare new managers for their new role. Various methods are offered to assess the sales effectiveness of their teams. Part Two focuses on the disciplines that comprise the sales management process and the skills needed to successfully execute each discipline. There is no time frame associated with Part Two. It can take years or an entire career to master the disciplines and skills associated with the process. Few managers master all of them.

Part Three concentrates on launching a new sales manager's career; creating a team action plan; establishing a winning environment; and reviewing several examples of proactive management. These activities take approximately 60 days to initiate or complete. The final chapter encourages new managers to lead and learn as they go and to not be afraid to make mistakes. Summaries are included at the conclusion of each chapter for periodic review and to keep a new sales manager moving in the right direction. An appendix offers an assortment of sales management tools.

Edition details

• Publisher: AuthorHouse
• Publication date: 2004
• Language: English
• ISBN 10: 1418441961
• ISBN 13: 9781418441968
• Binding: Paperback
• Number of pages: 244